win with honeywell: enterprise mobility solutions

Win with Honeywell:Enterprise Mobility Solutions

Greg Payne Sr. Manager Mobility Systems

Honeywell Proprietary

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2HSM Mobility Solutions

HSM Enterprise Mobility Solution Agenda

• HSM Enterprise Mobility Overview• HSM Mobility Portfolio and Roadmap• Anatomy of a Mobility Win(s)


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HSM Enterprise Mobility InitiativeHSM defines Enterprise Mobility as businesses and their mobile workforce who utilize automated data collection

solutions to better serve their customers when and where business is conducted.

These solutions combine hardware, software, and professional services to meet the needs of the worker and

customer while delivering measurable value.


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Honeywell Scanning & Mobility Economic Sectors Served

Mfg

HealthcareTransportation & Distribution

Retail In-store

GovernmentOther

Parcel Delivery Bedside Medication Verification Work-in-process tracking Vehicle check pointInventory / POS

HSM’s primary economic sectors are Retail, HC and T&L; Opportunities exist to leverage each others’ strengths


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• Broader network coverage – Wireless Everywhere– Pervasive computing realized

• Faster network speed– Real Time Data = business value drivers– 1MB throughput threshold achieved

• Affordable data plans – competition & “Carrier Freedom”• “Smartphone” effect

– Multimedia technology converged into one device– Explosion of mobile applications– Rapid consumer & business adoption

• Need for competitive advantage– Provide better customer service, improve asset utilization, increase revenues,

lower operating costs

Enterprise Mobility Adoption Factors


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HSM Mobility Revenue

2010 Worldwide position

Motorola

Intermec

Psion

Honeywell

Datalogic

Denso

HSM Mobility

Key Drivers for Growth• New Product Vitality

• Partner development

• Sales headcount increases

• Recognition of Honeywell’s sincerity about the Mobility space

2008 2009 2010

HSM Normalized Industry

Honeywell Mobility RevenueHardware sales less FedEx business

Assumes 15% growth

HSM Enterprise Mobility Growth

YOY Market Share

Increase


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Honeywell Scanning & Mobility Objectives

Build brand equity as a leader in AIDC Solutions

Grow connected install base to 100%; develop unique features that remain exclusive to Honeywell

Provide software and services throughout our products’ useful life to maximize touch points and customer intimacy

Speed time-to-market and “blanket” target spaces through mutually-lucrative partnerships

Build out our enterprise mobility portfolio in order to address targeted end user requirements by delivering solutions that provide value and differentiation relative to the next best alternative

HSM Mobility Portfolio and Roadmap


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Pric

e

Performance

9900 Series

7600

Scanpal2

OptimusS

OptimusR

HSM Mobility Portfolio – 2010 Current9700

7850

2010 EOL• Dolphin 7900 • Dolphin 7850• Dolphin 7600 Gen I• 56xx OptimusR• 57xx OptimusPDA• TT85xx/88xx• IK85xx

HSM Benefits

65006100

• Purpose Built Solutions• Enhanced Screen Optics • Shift Plus Battery Life• Ergonomic and Durable• Adaptus Imaging Technology• Multi Media Image Processing• Software Assets – ReM & SDKs

OptimusPDA

Comprehensive mobility portfolio…but where are the gaps?


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EDA1

EDA2

EDA3

Pric

e

Performance

HSM Mobility Portfolio: 2011*

9900 Series

6500 Series

9700

6100 Series

Mobility Areas of Focus

• EDA Portfolio – several devices each with different target segments; each with different price / technology trade-off point

• 99EX release – worldwide release of all configurations

• 6x00 OS Refresh & additional options• 97EX – refresh high-end PDA

architecture

Scanpal2

OptimusS

*Subject to Change

7600

97EX

99EX


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HSM Mobility Systems Roadmap 2011 (subject to change)

Dolphin99EXniUL Class I Div II & Atex Zone 2

2011Q4Q1 Q2 Q3

2012

EDA33.2” WVGA, CDMA2000, GSM/GPRS 3.75G voice/data, GPS, G6

Dolphin 97EX802.11abgn, 3.5 GSM/CDMA data, BT, AGPS, G6 imager, WM 6.5, Healthcare

Dolphin 99EX / UPS DiadV802.11abgn, GSM/GPRS 3.75G voice/data, GSM/CDMA SDR, BT, GPS, G6 imager, WM 6.5/WEH, Healthcare

EDA12.8”, WWAN (EDGE), 802.11bg, laser

EDA23.5”, CDMA, GSM/GPRS 3.75G, GSM/CDMA SDR, 802.11 bgn, GPS, G6 Dolphin 6500 RFID

UHF

Dolphin 9900 RFID HF, LF

Dolphin 6500Win Mobile 6.5, laser

Dolphin 6100Win Mobile 6.5, laser

Dolphin 6500 Pistol Grip Sled

Dolphin 9700 MSR Module

Committed to investment in mobility to enable our partners to support end user needs and grow their business


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Dolphin 99EX Core Diffentiators• Software Defined Radio enables global

access real time data and the ability to switch network carriers (GSM-GPRS to CDMA) in the field providing significant cost savings when provisioning and deploying devices

• Optimized combination of design ergonomics and durability improves worker productivity & satisfaction, enables value add services, and reduces operating costs

• Adaptus 6.0 Optimized bar code imager – delivers industry leading 1D and 2D scanning with with optional color image capture capabilities

• Best display in industry - Brightest, Best Resolution, Sunlight Readable, Most Power Efficient

• Best acoustics – louder, clearer, truck usable

• Integrated sensor technology – accelerometer, light & proximity sensors drive ease of use and enhanced performance

• Advanced Mobile Power System delivers twice the power voltage, ensures full shift operation, reduces battery replacement costs

99ex delivers next-generation value for Logistics, Parcel Delivery, Field Service, Route Accounting and Acute Healthcare customers


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HSM Mobility Solutions EDA Portfolio*• Low-end processing platform• Minimal memory footprint• Small, 2.8” QVGA display• Laser barcode scanner; 3Mpx Color

Camera• Multiple Radios, 2.5G• <300g

• Select development tools and SDKs• “Light” application environment• Voice and data management• Integrated laser for bar code decoding

vs. camera only

• “Mobility Field Sales and Service”• Blue/grey/white colllar workers, On-foot

users outside the four walls• Enterprise substitution for commercial

smart-phones• “In-pocket” storage• Voice optimized

• High-End processing platform• Robust memory footprint• Large, 3.5” VGA display• HSM Gen6 Imager; 3Mpx Color


• Complete suite of power tools and SDKs

• Multiple, ‘heavy’ local applications• Full suite of imaging and image-

processing software• Imager + color camera

• “Mobility Sales, Light /Medium Delivery, Field Sales Manager”

• In-cab / In-Vehicle usage• Pick-up and Delivery, Route

Optimization, Managerial Services, Store Planning

• In-dock or on-desk storage• Outdoor, direct sunlight usage• Large, complex data sets from distant

sources and/or local to the device.

• High-End processing platform• Robust memory footprint• Consumer-oriented, 3.2” WVGA display• HSM Gen6 Imager; 3Mpx Color


• Multiple, ‘heavy’ local or cloud based applications

• Integrated imager for bar code decoding vs. camera only

• Optimized for portrait and landscape display usage and data management

• Full suite of imaging and image-processing software

• Complete suite of power tools/ SDKs

• “Mobility Field Manager, Working Supervisor, Caregiver“

• In-pocket” storage and Voice optimized• Blue/grey/white collar workers, On-foot

users outside the four walls• Healthcare: extending patient safety

beyond the hospital• Multi-application work-flow flexibility

Technology Summary Software Environment Use Case (s) DescriptionED

A1

EDA

2ED

A3

*Subject to change

Complete EDA portfolio targeting broad application requirements


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HSM Mobile Payment Roadmap

Committed to supporting our retail and hospitality mobile point-of sale customers requirements

Mobile POSImprove Service, Productivity & Sales• Mobile check-out on the spot – dynamic ‘register lanes’ reduce

wait times and improve customer service & sales• Remotely process loyalty card or store credit card applications –

ability to quickly read driver’s license data via MSR or imager increases membership and customer retention levels

• Process or purchase gift cards remotely increases sales and customer satisfaction

Honeywell Mobile Payment Solutions• Mobile MSR module (Dolphin 9700) – three track system support

reading credit cards, drivers licenses, loyalty cards and gift cards • Mobile MSR module (Dolphin 6x00) – under evaluation• Full mobile payment point of sale module (Dolphin 9700/6x00) –

system supports processing credit & debit and reads chip & pin technology – PED/PCI compliant - roadmap


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Honeywell activity…What we heard…

Loss Prevention / Shrink• Patron Theft• Employee Theft• Macy’s addressed shrink via RFID portals and security cameras at employee/patron egresses

Inventory Control is a key driver• Eliminating Inventory Frozen File• Automating inventory counts / Reducing labor• Reducing Back-Stocks• Locating merchandise for customers (size, etc.)

Item Tagging• Store-level tagging used in pilot is costly & time-consuming• Source tagging is direction; Start with Macy’s ready-to-wear since much of it is private label

POS Integration• Stand-beside RFID inventory system used in pilot• Long-term goal is integration with scanner/POS

Honeywell is committed to integrating technologies demonstrating clear ROI to our end customers

Scanner Integration• HSM is a leader in AIDC scanning/imaging• Work with Macy’s to integrate RFID for committed business opportunity

RFID Handhelds• Integrated prototypes developed for Dolphin® 9900• Investigating custom integrated 6500 design

EAS Integration• Honeywell currently offers EAS integration with select models of our scanners• Integration of barcode, EAS, and RFID based on customer demand

RFID “Hang-Tag”• Combines dynamic pricing adjustment with RFID• Automate store-level tagging• Partner is utilizing Honeywell IP

Mobility Systems Roadmap: RFID

http://www.honeywellaidc.com/Site.aspx/na/en/product_center/hardware/?product=293

HSM Mobility “Anatomy of a Win(s)”


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Anatomy of a Win: UPS

Customer Profile:• Service over 215 countries• Deliver 3.8B parcels year• Visit 7.9M customers a day• Delivery Fleet 95K+

vehicles

Top Competitors:• Motorola MC9500

Honeywell Model Selected:• Dolphin 99EX

Win Summary:• 2011-2017: over 100k DiadV

devices will be deployed globally

Customer Application:• Logistics - parcel delivery, pickup + proof of delivery

Key Customer Requirements:• Uninterrupted real time data management • Efficient and intuitive decoding • Reliable platform <4% annual return rates• Full shift operation in always connected state• Standard solution vs. custom design

What Set Honeywell Apart:• Software definable radio offered “carrier freedom” and ability

to dynamically switch network carriers• HSM next gen imaging technology delivers improved motion

tolerance and time to read• Developed unique housing design and durable chassis to

endure rigors of harsh environments• Combination of high capacity battery and on-board power

management supports extended use cases• DiadV = 95% general market design, only cap, keypad and

color differences

How Did We Win?


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Anatomy of a Win: Exapaq

Customer Profile:• Exapaq = DPD France, part

of GeoPost: 2nd EU-group• Deliver 200K parcels/day • Delivery Fleet 2K+ vehicles

Top Competitors:• Dolphin 9700• Moto MC9500 & MC75• Mobile Compia MM3

Honeywell Model Selected:• Dolphin 99EX

Win Summary:• 2011: 2.400 99EX-terminals

will be deployed in France

Customer Application:• Logistics - parcel delivery, pickup + proof of delivery

Key Customer Requirements:• Customized keypad• Up-to-date technology (incl. 3G) – future proof investment• Answering customer’s budget requirements of €1.500 (incl.

terminal, net base, mobile base, SMS 4 years, some peripherals)What Set Honeywell Apart:

• Adaptus Gen 5 imaging technology passed internal testing on performance and usability even more safe with Gen 6

• Strong commitment and commercial relationship of the French and European sales/marketing/PSO-teams: expressed confidence by customer and respect of commitments

• 99EX was the right answers on their objections against the 9700 on ergonomics (keypad size) and connector weakness

• Our partner Nomadvance proposed impressive added value with deliveries, staging, service, SW-loading and maintenance after repair (testing and remastering)

• ILS stood on board as their SW-developer

How Did We Win?


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Anatomy of a Win: Dohle

Customer Profile:• Large grocery and general

merchandise retailer with ~200 stores in Germany

Top Competitors:• Intermec CK3• Motorola MC3190• H+W Skeye.Enterprise

Honeywell Model Selected:• Dolphin 6500

Win Summary:• 2010-2012: 1500 units &

accessories deployed nationwide

Customer Application:• Retail – In-store inventory, item look-up and customer

assistanceKey Customer Requirements:

• Fast and accurate scan performance to read barcodes of various shapes/sizes in the store

• Ability to seamlessly integrate Storeweaver software suite • Lightweight form factor and ergonomics • Full shift operation with wireless data transfer

What Set Honeywell Apart:• Superior ergonomics, form factor and standard resolution

screen preferred by store employees in field pilots • Combination of high capacity battery and on-board power

management provided superior battery performance• Quick turn-around of custom SKU with HD engine, LED

aimer exceeded scan performance expectations of multiple code types

• Long-standing relationship and support directly with end-user; direct Storeweaver relationship to drive software certification

How Did We Win?


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Anatomy of a Win: Grupo Modelo

Customer Profile:• #1 beer company in Mexico• 37.3 Million Hectoliters

delivered domestically 2009• 4800+ delivery vehicles• Serve over 500k customers

Top Competitors:• Motorola MC9500, MC75A • Intermec CN4• Psion Ikon

Win Summary:• 2010-2011: over 5500

Dolphin 9700 devices will be deployed in Mexico

Customer Application:• Direct Store Delivery & Route Sales

Key Customer Requirements:• 5+ year product lifecycle • Reliable operation <3% annual return rates• Multi-functional capabilities• Real time data & tracking• 10 hrs + operation• Intuitive operation / improve worker efficiency

What Set Honeywell Apart:• Customer for life sales and service approach• Proven track record of previous solution – 6+ years!• Superior field performance vs Next Best Alternatives• Best combination of Ergonomics, Performance, & Durability• Customized product and application development service

offerings to meet customer needs• HSM & 9700 delivered best ROI model

How Did We Win?


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Anatomy of a Win: Washington Regional

Customer Profile:• 366 bed Hospital• Heart Institute• Women‘s Care Center• More than 800 staff nurses

Top Competitors:• Motorola MC55

Honeywell Model Selected:• Dolphin 9700hc

Win Summary:• 2010: over 200 Dolphin

9700hc mobile computers deployed to nursing stations

Customer Application:• Bar coded Medication Verification at the Point of Care

Key Customer Requirements:• Rugged, durable device to withstand hospital environment• Ease of use, nurses focused on patient care, not technology• Scan ability, including all pharmaceuticals• Simplified device management

What Set Honeywell Apart:• Superior design with larger and brighter screen, easier to use

keyboard, enhanced wireless connection and better ergonomics

• In the words of the customer, “the 9700 scanned better, faster and easier. In all testing, no one had to shoot any bar code twice or do anything special trying to get a med to scan”.

• 9700hc deemed a more rugged device with healthcare plastics, more durable feel per the nurses and better performance from stylus, tether and battery

• Customer was previous user of Dolphin 7900 and was one day away from selecting MC55 prior to introduction of 9700

How Did We Win?


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• HSM offers a complete mobility line-up designed to deliver value-based application-ready capabilities for your customers across target segments enabling you to intuitively bundle your value-based services

• HSM supports mobility based imaging technology widely regarded as the right data collection technology and preferred by your targeted end users

• HSM delivers software assets and relationships that ease application development, system integration and device management

• HSM is committed to expanding our mobility portfolio and our new product pipeline is balanced between extensions and market expansion opportunities to deliver solutions aligned with you and your customers needs

Four Key Take-Aways

What’s in it for you?


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Enterprise Mobility Value Proposition• Honeywell’s growing mobility solution portfolio delivers

differentiating and value-based application-ready capabilities aligned with your customers needs enabling you to intuitively bundle your value-based services and realize ongoing revenue streams

win with honeywell: enterprise mobility solutions

Documents

mobility winshoneywell

increased uptime

user productivity

specific user environment

screen optics optimized

ambient light

battery life

mobile workforce